Small Business Development Manager St. Lawrence

Requisition ID: 202332

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Purpose of Job

The incumbent is responsible for the execution of sales management and coaching activities assigned to their district (s) and or market area. 

Provides sales support to branches to enhance small business sales conversations to win business, maximize sales opportunities and grow Small Business balances.

He/she works with the Regional Director, Small Business Development and District Vice President(s) on the execution of sales management activities focussed on building profitable Small Business growth. These activities will include one-on-one small business sales coaching and group touchbases with Small Business Advisors, Managers Small Business and Branch Managers.
 

Major Accountabilities:

1.Develop and oversee the execution of District strategies and business plans that contribute to a)  the profitable growth of the Small Business portfolio, b) stronger market share, and c) retail cross-sell of the small business owners by:

• Partnering with the Regional Director and DVP to design, develop and execute the strategy and business plan for Small Business bankers and Branch Managers in selling and servicing Small Business products and services to achieve the District’s Small Business growth goals
• Conducting key sales management activities within branches, including coaching sessions, skill building sessions and group touch bases
• Providing internal and external sales and coaching best practices during coaching, skill-building sessions and touch base sessions with Small Business bankers as required
• Guiding Small Business bankers and Branch Managers to plan and implement a sales plan for prospects by developing and maintaining a wide range of relationships with associations, business owners, centres of influence and students.
• Guiding Small Business bankers and Branch Managers to plan and implement a marketing activity plan for existing customers
• Motivating and focusing the efforts of Small Business bankers and Branch Managers without direct authority
• Providing Small Business bankers and Branch Managers with clear direction, expectations and feedback during observation-based one-on-one coaching
• Acting as a centre of excellence, providing expert and timely assistance to the District
• Providing input into the Achievement Assessments of Small Business bankers
• Identifying and escalating non-performance issues to the Regional Director and District Vice President(s)
• Taking a leadership role to recruit Small Business bankers

2.  Contribute to District’s Small Business sales goals and objectives through effective liaison with distribution management, internal partners and Executive Office and comprehensive Small Business training by: 

• Coaching, training, and motivating sales staff through presentations, workshops and seminars to increase confidence and awareness of existing and new Small Business product lending, day-to-day, protection and investment solutions.
• Acting as the primary field resource for all of the Small Business sales force
• Coordinating activities/facilitating Small Business sales meetings
• Scheduling and conducting orientation / training sessions for new Small Business bankers
• Leveraging internal and external referral partners to support customer acquisition and relationship growth
• Contributing to positive customer loyalty scores
• Ensuring the Bank’s exposure to risk is minimized by providing oversight and ensuring adherence to regulatory activities and lending/collateral policies.
• Responding to and coordinating corrective actions to Audit Findings

3. Design, develop and implement Business market area strategies and initiatives to achieve the District’s Small Business growth goals by:

• Coordinating activities/facilitating meetings
• Assessing relevant data and information to implement District sales strategies, identifying business opportunities
• Identifying Small Business coaching opportunities and making recommendations to address and capitalize on them
• Identifying possible impediments to implementation and providing input and recommendations to help avoid or overcome them
• Designing, developing and delivering the reward and recognition programs aimed at driving and recognizing desired Small Business selling / coaching behaviours and results
• Keeping Regional Director, Small Business Development and District Vice President(s) up-to-date on the strategy’s / initiative’s progress

4. Provide comprehensive analysis of Small Business plans/strategies to support the District’s objectives and goals by:

• Monitoring and evaluating Small Business sales / coaching results and trends
• Identifying, then recommending tactical responses to positive and negative trends

Keeping Branch Managers informed about progress toward agreed upon Small Business growth goals and objectives, including escalating items/issues to the Regional Director and District Vice President as appropriate

Complexity of Position

The incumbent requires a detailed knowledge of the Bank’s Small Business products and services.  To complement this knowledge, a thorough understanding of the Domestic Bank’s structures, sales & service model, customer experience model, credit policies and resources is required. 

He/she must be able to effectively articulate their views to all levels within the Branch Network.  Excellent communication and presentation skills are essential. The ability to build and maintain key relationships is essential, along with the ability to influence and persuade others.  He/she must possess tactical planning, implementation and organization skills. A high degree of flexibility is required to adapt to a wide variety of tasks and functions. 

Strong PC skills and familiarity with word processing, presentation, spreadsheet and planning software are necessary as the incumbent uses a PC for a variety of communication, sales management and general information activities. 

In particular, the following functional competencies are required: 

• Expert knowledge of sales management activities and techniques
• Expert knowledge of the Bank’s Small Business products and services, including the supporting systems such as the Business Account Opening, Scotiaworx and Sales Builder;
• Expert knowledge of the Bank’s Small Business tools and resources, such as Resource Centre for business, ScotiaSkills and Small Business Certification Program
• Expert knowledge of credit processes and policies, including ACE/Scotiaworx and GRM-Small Business
• Thorough knowledge of Word, Excel, Lotus Notes and other retail management platforms (i.e. RIS, Intralink, etc)
• Thorough knowledge of products and services provided by the Bank’s Commercial Banking partners
• Thorough knowledge of Small Business products and services offered by other financial institutions and niche competitors
• Bilingualism in French and English is required

External education and/or licensing prerequisites:

• University/college degree or work equivalency
• Small Business Certification Program

Working Conditions:

The incumbent spends most of the time in branches rather than working in a standard office environment, therefore, there is a risk of exposure to hold-ups, extortion etc.   He/she travels daily within the District, primarily by car but may also take periodic domestic air flights.  Due to the geographic size of some districts, overnight stays may be required.  Extensive telephone and computer use (conference calls/distance coaching/touchbases/e-mail/Sales Builder/RIS etc) requires heightened sensory attention.  One-on-one coaching requires well-developed listening skills and concentration.  Non-standard working hours are a regular occurrence.

Location(s):  Canada : Ontario : Orleans 

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.  

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.